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In order to be successful in business (or in anything), you must know what other people want so you can fill their needs. By applying this one simple strategy in your business, you will attract more clients, close more deals and make more money.
Have you ever gone fishing? Well, that’s what we’re doing today! And… it will have a direct impact on your business. It’s going to help you attract more clients and make more money. So grab your tackle box and fishing pole and let’s go fishing!
Imagine you and I are sitting in a boat. I reach down to grab some bait for the hook and pull up a gorgeous piece of my world-class lasagna.
I’m telling you, I make a mean lasagna. One piece weighs 5 pounds! Oh man, 5 different cheeses, sausage, homemade sauce… this lasagna will blow your mind! In fact, a chef who judged world-class lasagna in Italy once said, “This beats all the world-class lasagnas I’ve ever tasted!” This lasagna is worth traveling across the world for.
So, let’s get back to fishing…
Do you think lasagna is an effective bait for catching fish? I like it. You may like it. Even that chef may like it. But do the fish like it? Will it make the fish bite? NO! Why? Because fish don’t eat lasagna!
I know you’re probably wondering where I’m going with this. But I promise, if you apply this very simple strategy in your business, you will attract more clients, close more deals and make more money.
Awhile back, I was in London doing a First Steps To Success event with a very small group (just a couple of hundred people). I talked about the benefit of having a charitable arm in your company, and a woman asked how she could get her boss to set up a charitable arm for their company. The problem was, the boss couldn’t care less about providing for orphans or widows or the sick. This woman, however, was very passionate about taking care of those in need.
So I told her: You have to lead them by what THEY want. YOU want a charitable arm of the company giving to people in need. YOU want to take care of the orphans and those in the sex trade. But what does your boss want? He wants to grow his profits. He wants his company to be successful.
If you try to put the bait YOU like (a charitable arm) on the end of the hook, is he going to bite? NO! Why? Because that’s not the kind of bait he likes.
Instead, put the right bait on the hook, saying something like this:
“I know you want to grow the company. You want the company to be even more efficient than it already is and you want to increase profits. I don’t know if you’re aware of this, but lots of companies have added a charitable arm and their companies have actually grown, as a result. The employees rally around it and put purpose behind the job they’re doing. Those employees actually become free advertising by spreading the word about their company, because they’re doing something good. I know you probably don’t want anything to do with that, but it’s just an idea of how we can grow our profits, improve the morale of the company and help the team to become more efficient and effective.”
What do you think would happen with that “bait” on the end of the hook? He would be more likely to add a charitable feature to his company, if led to it that way instead of just saying, “We can feed orphans and give them clean water. Think about the children!” That leads with what YOU want.
It’s the same as trying to catch a fish with a piece of lasagna on your hook. Sure, you may like lasagna, but the fish doesn’t. You may want to add a charitable arm to your company because you are passionate about helping people in need, but that may not be what interests your boss. He is, however, very interested in growing the business. So, with the benefit of growing his business as your bait, he’s going to bite!
It works the same way with your prospects. Find out what they like and what they want, then put that on your hook! If they want a product to help them lose weight, but you put another side of your business on the hook, they’re not going to bite… that’s not the kind of bait they like.
Now, let’s go fishing again. This time, let’s put a worm on the hook, instead of lasagna. You think we’ll catch some fish this time? You bet! And why? Because fish eat worms.
This technique really does have the potential to help you reach your business and personal goals, whether you want to make more money, set up a charitable component in your company, expand your influence in your community, build a large and loyal client base or attract hardworking business partners or employees.
I would love to know how you apply this in your life. Please leave me your comments below! I read every single one, and I can’t wait to read yours!
And be sure to tune in for The Dani Johnson Show today for more wisdom, tips and strategies to improve your life! You can find the show on your TV and radio and please remember you can always stream today’s show right here on our website.
In great faith,
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